Title: Are women good negotiators?
Study: Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration (Laura J. Kray, Adam D. Galinsky, Leigh Thompson. Elsevier 2000)
Finding: Women outperform men in negotiation styles when they are told that feminine traits are linked with success and masculine traits are linked with ineffectiveness.
InPower Insight: When women believe their negotiation skills are effective, they are.
Summary:
Are women good negotiators? In this study, women and men were placed in mock negotiation situations where one person played the role of seller and the other of buyer. When they were told that qualities more associated with female traits (e.g., clear verbalization of thoughts, good listening ability, and sympathy towards others’ feelings) were traits of a good negotiator, women outperformed men in their negotiating abilities. In groups where these traits were described as highly desirable, women immediately showed more confidence in their actions and set high expectations for the outcomes. By contrast, when they were told these traits were associated with poor negotiations tactics, they were less successful.
Traditionally, women have thought of themselves as bad negotiators because they are taught that being aggressive, a trait more associated with masculinity, is better for negotiation. This stereotype causes women to back-pedal on their performance. This study suggests that women’s negotiating style is very effective, as long as they are given information that counters the common stereotype of an aggressive negotiator.
Personal Coaching Tip: Don’t let anyone else tell you that your natural gifts have little value. Find out for yourself. Know that the skills you possess to understand other people will come in handy for you in all kinds of business situations – including negotiations! Don’t be afraid of negotiating. Know that you can do it well.
Keywords: Feminine traits, Masculine traits, Negotiation skills, women in negotiations, negotiation styles
Guide to Women in Leadership
Organizations with women in their executive suites regularly out-perform others. Yet rising female executives (and their mentors) are frustrated at how hard it is to break through the glass ceiling. In this extensive guide, Executive Coach Dana Theus shares her tried and true strategies to help women excel into higher levels of leadership and achieve their executive potential.
